Vice President Sales Execution & Strategy

Wellesley, MA, United States

Advarra provides integrated solutions that safeguard trial participants, empower clinical sites, ensure compliance, and optimize research performance. Connecting the clinical research ecosystem, Advarra delivers solutions through a site-centric approach that unifies and accelerates the drug development lifecycle, making clinical trials safer, smarter, and faster.

General Summary:

The Vice President, Sales Execution & Strategy position provides leadership, strategic direction, and support for all selling functions across Advarra’s defined market segments. The Vice President, Sales Execution & Strategy is accountable for establishing and driving a set of shared services to help the execution and smooth functioning of our sales processes. Under the Vice President, Sales Execution & Strategy will be the following shared services: Sales Operations, Sales Enablement, Commercial Desk, Reporting and Analytics, and Contracts/Proposals/RFx. As a key member of the senior sales leadership team, the Vice President, Sales Execution & Strategy will act as a champion of change enabling optimal customer and employee experiences.

Principal Duties & Responsibilities:

Provide leadership, direction and management of the sales operations function.

Assist in annual sales plan in support of organization strategy and objectives.

Direct implementation and execution of sales policies and practices.

Maintain and continuously improve an institutional and system-wide sales reporting function that can track, measure and analyze performance and forecasting

Collaborate with sales and other cross-functional teams to understand and optimize sales processes.

Facilitating good practices to maintain and update sales systems and tools, ensuring data accuracy and integrity.

Directing sales intelligence to analyze sales data to identify trends, opportunities, and areas for improvement.

Develop and implement sales performance metrics and reports to provide insights and drive results.

Sales Enablement: collaborate with the marketing and product teams to create and implement sales enablement programs and materials

Manage the sales pipeline, including pipeline reporting and forecasting

Plan and execute sales territory and account assignments to optimize sales coverage

Develop and implement sales strategies to meet company revenue goals.

Market Intelligence: Analyze market trends, consumer behavior, and competitor activity to inform sales strategy.

Prepare and present regular reports on sales performance and market trends to senior management.

Experience:

10+ years of progressive sales operations or sales leadership experience, preferably within a SaaS company.

Experience in life sciences/research/medical devices-related field desirable.

Knowledge/Skills/Abilities:

Serve as a trusted advisor for leading sales strategy to drive brand awareness, customer acquisition and revenue growth

Leadership: a demonstrated ability to lead people and get results through others

Planning: an ability to think ahead and plan over a 1–2-year time span

Management: the ability to organize and manage multiple priorities

Sales and service systems development and deployment

Problem analysis and problem resolution at both a strategic and functional level

Technical skills in strategic planning and sales planning

Excellent interpersonal and communication skills including presentation skills

Strong analytical and financial skills with excellent business acumen

Possess a solid understanding of the clinical research industry, preferably in study participant protection

Proven success in selling to established customers and in identifying and selling to new customers including customer priorities and trends

Competencies:

Business Acumen

Strategic Thinking

Executive Presence

Results Oriented

Builds Collaborative Relationships

Empowers Others

Fostering teamwork

Persuasive Communication

Physical and Mental Requirements:

Sit or stand for extended periods of time at stationary work station

Regularly carry, raise, and lower objects of up to 10 Lbs.

Focus and attention to tasks and responsibilities

Verbal communication; listening and understanding, responding and speaking

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EEO Statement:

Advarra provides equal employment opportunity to all individuals regardless of their race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, or domestic partner status, citizenship, genetic information or any other status or characteristic covered by federal, state or local law. Further, the company takes affirmative action to ensure that applicants are employed and employees are treated during employment without regard to any of these characteristics. Discrimination of any type will not be tolerated.

EEO/M/F/Disabled/Vets

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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